Have you ever listened to the way many networkers talk about their business? Many distributors talk about the company they represent, others talk about their company´s great products, while some talk about all the money their upline is making. And let´s not forget the networkers who say, "This business is so easy you really don´t have to do anything."

I´m not saying that focusing exclusively on the company´s products will prevent you from sponsoring. And I´m not saying that showing copies of your upline´s bonus checks will stop some prospects from signing up on the spot. However, the first time someone told me that I wouldn´t have to do anything, my only thought was, "If I don´t have to do anything, why do they need me?"

Many of these tactics do help to enrol distributors. In fact, I´ve used all of them at one point or another in my networking career. The problem is . . . these tactics are not DUPLICABLE.

The purpose of this chapter is to give you an overview of a duplicable system that is highly effective when used with people with whom you develop a relationship. Notice the use of the word RELATIONSHIP. This business is about relationships and duplication.

Relationships are very important in this business because if you haven´t developed a relationship with an individual, you will have to sell your concepts to that person and . . . Most people really are sales resistant.

Go to any store where you know the employees are commissioned salespeople. Watch as the customers enter the store. What happens? The commissioned salespeople approach the customers saying, "May I help you?" But, since the majority of people prefer to buy, rather than being sold goods, customers reply, "No thanks I´m just looking." Have you ever used that phrase? See, most of us are sales resistant.

Now, there are a percentage of people who are not sales resistant . . . people who really like to sell . . . however this percentage is very small. So we have a decision to make. We can look only for salespeople, or we can look for non-salespeople and teach them how to sell.

How long do you think it would take to teach a prospect to sell when he or she doesn´t want to sell? In my opinion, it would be next to impossible to teach someone how to do something he or she doesn´t want to do. It definitely would take a lot of effort and a great deal of valuable time, with no guarantee of success. So, we can try the"teach selling" route, or we can have a system designed so that all the distributor has to do is follow instructions.

Let´s see . . . would it be easier for distributors to follow instructions . . . or would it be easier to teach them how to sell? Hum-m-m! Let´s say your family doctor writes a prescription for you. When you pick up the prescription, you are instructed to take three teaspoons of medicine three times per day. The doctor told you that if you took the medicine as instructed for seven days, you´d be back to normal. So, you follow the doctor´s instructions and in a week you´re back to normal.

You know, just about everyone can follow instructions.

When I was in eighth grade I worked as a busboy in a restaurant. My boss, the restaurant manager, told me, "Tom, when the customers have finished eating, clear the table and take the dirty dishes to the dishwasher. Then, when new customers have been seated, it´s your job to give them water, and to keep their glass full."

That was my job. I didn´t have to know anything about taking reservations, cooking, waiting on tables, or operating a cash register. I simply followed a set of instructions for clearing tables and pouring water.

It´s the same with your path to financial freedom. All you have to do is follow instructions. If you have a traditional job, you already follow instructions . . . the instructions set by the company that employs you! So you are not being asked to do something new, but rather something you are already doing.